Distributor Operations Manager- Southern Africa

2 weeks ago

Johannesburg, Gauteng, South Africa Abbott Full time

The Job Opportunity

The position as Distributor Operations Manager is situated in South Africa and focuses on overseeing a group of Southern African countries (Namibia, Angola, Botswana, Zambia, Zimbabwe, Madagascar, and Mauritius). This falls within the Core Diagnostics Division, which delivers diagnostic solutions utilized in various healthcare facilities worldwide. The insights obtained from our tests, instruments, and informatics systems play a pivotal role in the initial stages of decision-making for a wide array of health conditions, ranging from heart attacks to blood disorders, infectious diseases, and cancers.

The Distributor Manager is tasked with establishing and supervising the Distributors and their team within the designated territory. The primary goals include ensuring market penetration, fostering business growth, maintaining profitability, enhancing customer satisfaction, and retaining existing business. These objectives are met through a blend of Distributor Management responsibilities and Commercial functions aimed at engaging crucial market stakeholders.

Responsibilities Overview

  • Execute the relevant Distributor Strategy within the country/region
  • Identify, select, and evaluate new and current Distributors
  • Assist Distributors in defining their Strategy, Action Plan, and Targets (KPIs)
  • Ensure ongoing enhancement of KPIs and distributor processes (sales, service, commercial excellence)
  • Set targets, analyze reports, conduct quarterly business reviews, and annually evaluate Distributors
  • Validate and uphold compliance with Distribution Agreements; Introduce new, renew, modify, and terminate Distribution Agreements
  • Ensure Distributor adherence to Abbott quality standards and other specifications
  • Manage Commercial operations for Distributors
  • Enhance distributor performance to achieve sales and EP within the designated territory
  • Conduct market research to deeply comprehend its size, participants, dynamics, and trends
  • Maintain connections with Authorities to meet all requirements for effective market access
  • Engage with Key Opinion Leaders and strategic Customers to gain early commercial opportunities and serve as a trusted advisor
  • Execute business development initiatives to bolster the Distributor pipeline
  • Oversee and manage the Distributor pipeline and forecasts, advising Distributors on corrective actions if necessary
  • Support Distributors in Acquisition, Customer Experience, Value Expansion, and other Abbott sales strategies
  • Offer guidance to Distributors on country and customer strategies
  • Evaluate and seek approval for Distributor requests related to special pricing and other forms of support
  • Ensure seamless operations of Distributor's orders, shipment, and import/export processes
  • Verify Customer satisfaction through the NPS system and regular visits to end Customers, taking necessary actions as required

Minimum Qualifications

University degree, preferably within Natural sciences (biology, biochemistry, pharmacy, medicine, etc.) or Engineering (chemical, biomedical, etc.)

Experience Background

  • A minimum of 4 years' experience in a similar role
  • Demonstrated success in leading a small/mid-size operational and functional team
  • Prior experience in the Diagnostics sector, focusing on commercial functions
  • Thorough product and industry knowledge
  • Strong expertise in solution selling and relationship management
  • Results-driven, confident individual who thrives on challenges and is responsive to deviations from plans
  • Pragmatic approach to management combining strategic planning and operational excellence
  • High-level business acumen with the ability to convert opportunities into actionable strategies
  • Team-oriented professional who fosters relationships across all organizational levels and excels in influencing others
  • Expected travel percentage: 60-70% across the assigned territory and for training activities
  • Valid driver's license is a requirement

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